Coaching Programs for Sales Managers

This one-day program offers sales managers coaching skills and techniques to create the conditions under which salespeople can succeed. Sales managers learn an effective, structured coaching approach that taps their salespeople’s potential and leads to improved performance. Sales managers shift their coaching focus from managing output to managing successful performance.

This two-hour webcast is designed for managers and establishes a basic approach to coaching. Lighthouse Coaching is a virtual offering of our one-day face-to-face Coaching for Sales Performance program. This webcast lays the foundation for coaching using the COACH and RADAR models, and describes why coaching is an essential part of a sales manager’s job.

Coaching the Counselor Salesperson is a one- or two-day course in which sales leaders learn how to continually reinforce and coach sales performance—specifically coaching to The Counselor Salesperson skills. Sales leaders learn the ABCs of coaching: Aligning Expectations, Behavioral Observation, and providing feedback and recognition through Coaching Conversations. The process helps sales leaders to think of themselves as coaches instead of managers. Used in conjunction with The Counselor Salesperson, each manager and salesperson will get the most benefit out of their training.

Coaching The Counselor Salesperson is our newest coaching program and is in the process of being launched. Please check back in the next few weeks for more information.

This program provides a framework and skills for sales managers to help their sales teams realize their full potential and achieve higher revenue, improved customer satisfaction, and increased profitability. To provide the leadership their people need, sales managers learn how to align their efforts and motivate their sales teams by using Five Practices: Direction, Goals, Feedback, Recognition, and Support. They gain an understanding of their own role in executing sales strategy so they can help their salespeople align to the organization’s strategy. The Sales Leader Manager incorporates a comprehensive learning transfer approach to drive increased performance.